sales coaching Archives - Ignite Selling

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Common Assumptions that Lead to Lost Sales Opportunities

Think you lost that deal because of price? Think again. Steve Gielda joins Mark Hunter on The Sales Hunter Podcast to unpack the real reasons deals stall—and how sales teams often sabotage themselves by relying on outdated assumptions. From misreading stakeholder influence to misjudging urgency, they break down what’s actually going on behind the “no.” […]

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Avoid Sales Pipeline Assumptions

The #1 mistake managers and leaders make is NOT challenging the critical thinking and common assumptions of salespeople. Let’s face it, managers have a lot on their plate and they are running hard every day. Thus, they fall into the trap of asking questions about the facts of what’s happening in one of their reps’ […]

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Minding the Skills Gap: The Power of Sales Training

Sales Training is a Strategy for Winning Originally contributed to LTEN’s Focus on Training Magazine. By Steve Gielda and Kim Catania Sales training and related learning and development (L&D) programs are not “nice-to-haves” or “check-the-box” activities – they are essential for talent growth, retention, and competitive advantage. And, perhaps most importantly, they directly impact your […]

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Uncovering Customer Concerns Requires Going Beyond Price

Originally contributed to LTEN’s Focus on Training Magazine. By Steve Gielda It’s fair to say that life sciences sales teams have encountered more changes in the past five years than they did in the previous 30 years combined. Furthermore, it appears the changes will not only continue but will accelerate. Medical device and pharmaceutical companies […]

sales coaching

Common Assumptions that Lead to Lost Sales Opportunities

Avoid Sales Pipeline Assumptions

Minding the Skills Gap: The Power of Sales Training

Uncovering Customer Concerns Requires Going Beyond Price

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